Creating Value through Partnership

Innovation in drug discovery is no longer led by large, multinational firms, but by Biotech ventures willing to give it all for the sake of advancing promising candidates through Proof-of-Concept and, increasingly, commercialisation.

These entrepreneurs - for the most part scientists or pharmacists, supported by business developers, venture capitalists - find themselves managing all sorts of tasks, from early stage Toxicology Assays, to Bioavailability Enhancing Formulation Development, to Drug Substance or Drug Product supply or even CMC write-up, all rendered the more challenging by the need to outsource to a multitude of CROs and CDMOs.

Identifying, contracting and managing a single vendor is a daunting and time-consuming exercise on a good day. On a rough day, orchestrating a set of vendors may include mediating finger-pointing sessions or implementing rescue missions to prevent a chain of events that jeopardise meeting your next deadline.

Working with an independent thinker gives you a cutting edge and gets you ahead of the game by navigating through the maze of a heavily fragmented market to identify the best in class partner for your drug and your program.  In addition to reviewing Requests-for-Proposals and Proposals, evolve can act as extension of your efforts, working for what is best for you, your program and your venture.

Positioning a new drug delivery technology has always been a challenge for innovative companies as understanding, researching, backing and, critically, articulating the intricacies behind the science are key to generating trust and building credibility with early adopters. Connections matter too, in particular when attempting to enter uncharted territories.

Relying on technical expertise and business experience to truly embrace an offer, formulate and articulate meaningful value propositions and maximise outreach can save you precious time in your go-to-market strategy.

CDMOs struggle to gain market share, finding it ever more difficult to stand out in a highly fragmented and competitive space. Newcomers need to bet on disrupting the market through a clearly defined Value Proposition and unique selling points. Early wins are a must to publicise and signal positioning, spread the word.

While effective Value Proposition definition and distinctive Marketing are key, the ability to strategically rethink how, where and when Business Development is conducted is fundamental to attracting, engaging and consolidating customer relationships, especially with Biotech.

Biotech ventures struggle when picking a CDMO, rightfully wondering if they will get the right levels of expertise, attention and focus. Multinationals are pickier as decision making moves to Procurement and an already high number of decision makers becomes even higher.

First impressions matter, and the lack of BD technical knowledge or the inability to articulate Value Propositions seldom build trust. Second impressions too, and poor response, support and a true problem solving attitude are paramount to building relationships and, importantly, Partnerships.

From designing and implementing business plans to creating Value Propositions and messaging, training or even managing winning teams, BD advisory can make CDMOs truly stand out in a world where, increasingly, every other commercial function sounds the same.  BD Management expertise can revisit how commercial teams are organised, deployed, tracked and coached. Operationally, BD Services can support efforts to partner with select target populations, specific technologies or even assets.